Creditsafe Run Book
Project Stakeholders –
- Creditsafe (Confidential) (Enterprise Sales Director)
Mission:
Creditsafe helps companies make better decisions with better data so you can know your suppliers and other companies you choose to work with. Our business intelligence reports help you know if a company is likely to go bankrupt, how much risk there is in your vendor base and how diverse your supply chain is.
Services:
- Business Credit Reports
- International Credit Reports
- Business Principal Reports
More info on Creditsafe’s Website
What CRM do you use?
Salesforce CRM
What email system do you use?
Office 365/Teams for meetings
What titles do you want us to reach out to?
- Credit Managers
- Vice Presidents of Credit
- Controller
- Treasurer
- CFO
Messaging –
Creditsafe Script (below)
Creditsafe emails – Approved.docx
Working with Creditsafe allows you to get answers to questions like:
- How likely is a company to go bankrupt in the next 12 months?
- How much credit can I feel comfortable offering a company?
- Is this company likely to pay me on time?
For Finance:
-Working with Credit safe could lead to more efficient onboarding and making assessments
-Creditsafe can help mitigate credit risk, improve cash flow and generate new business opportunities.
For Supply Chain:
-Gaining visibility into your supply chain risk is of paramount importance
-Creditsafe helps you gain this visibility through the entire vendor life cycle. Onboarding, ongoing real-time continuous monitoring, and annual assessment/off-boarding.
What are the full offerings that we can pivot to (secondary selling points)?
-If they’re working with a competitor – dun and bradstreet is 2-3x cost of CS
– We have a strategic relationship w equifax – they can get business principal reports for companies that they don’t have data on in their database.
IF company is using an insurance group for info already – dead end
SQL “Are We A Fit?” Qualifying Call / Handoff Process-
Calendar can be seen internally
Better data, Better price point
Creditsafe Script
Intro: Hi This is ___________ with Creditsafe
*Ask here if they are the right person if needed.*
If Finance Title: Are you responsible for Credit & Risk data at [Company Name]?
If they are not the right person, ask who the correct person would be and tell them that our solution will save that person a lot of time. Then call that person.
If yes, continue:
Our Company provides business credit reports that helps you know if a customer is likely to go bankrupt, likely to pay their bill on-time and how much credit you should feel comfortable extending to them.
Spending 15 minutes of time to learn about Creditsafe can lead to making assessments faster with less risk. Can we set up some time to show you more about how we do it?
If Supply Chain title: Do you handle anything with the Supply Chain at (Company Name)?
If Procurement/Purchasing title: Do you handle anything with onboarding new vendors or suppliers at [Company]?
If they are not the right person, ask who the correct person would be and tell them that our solution will save that person a lot of time. Then call that person.
If yes, continue:
Great, Our business intelligence reports help you know if a company is likely to go bankrupt, how much risk there is in your vendor base and how diverse your supply chain is.
Spending 15 minutes of time to learn about Creditsafe can lead to making assessments faster with less risk. Can we set up some time to show you more about how we do it?
After they agree to the meeting, attempt to get the two following data points:
Who are you currently using for business credits reports, D&B or Experian?
Do you know when your contract with them renews?
Objections & Rebuttal
Objection: We already work with another vendor for this (Dun & Bradstreet, Experian, etc)
Rebuttal: I’m glad to hear you are making decisions backed by data. I am confident that Creditsafe can get you better data and a better price point.
I’d love to set up 15 minutes to show you more about how we can do it. Can we connect on (Time & Date)? Does that work?
Objection: I am not familiar with Creditsafe, who are you guys and why are you better than (D&B, Experian)?
Rebuttal: We are actually the world’s most used provider of business credit reports. We have offices in 16 countries. Our ratings & limits are endorsed by all of the major credit insurers. Creditsafe delivers the most accurate and up-to-date information in an easy to use format on over 365 million businesses worldwide.
I’d love to set up 15 minutes to show you more about how we can do it. Can we connect on (Time & Date)? Does that work?
Objection: We take out insurance on our accounts receivables instead of doing credit checks.
Rebuttal: No rebuttal – wish them a nice day and move on to the next prospect.
If they try to take you into the weeds technically:
– You know, that is a little beyond my expertise personally, but these are great questions. Let’s set a quick call up with one of my experts to answer those for you as well as any others that may pop up.
How does (Time and Date) sound for a follow up call next week?
Voice message:
-Hey [First Name], this is [Your Name] with Creditsafe. I am calling to follow up on my email from the other day about helping get better data to make better decisions with our business credit reports. Please give a call back when you get a chance at [Your Direct Line]. Again I am (your name) with Creditsafe, and my number is ‘XXX-XXX-XXXX. Looking forward to speaking with you!
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